Wednesday, 2 August
Today's Topic
The Power of Questions

Skill + Do

If selling is about listening, where does that put questions? Questions are the backbone of good selling, and a few solid best practices are not hard to master.

There’s no extraordinary skill needed to be a strong question-asker; layer your knowledge on being prepared with a strong dose of assertiveness.

If you’re prepared with three or four, open-ended and strategic questions ahead of your meeting, you’ll be surprised at how assertive you will become in your meetings.

Pre-meeting preparation of questions forces you to think strategically about the holistic state of your progress on the account and with that specific buyer. What are the info gaps about the account you need filled? What type of personal commitment do you need from that buyer? ("Hey, can you introduce me to Bob?") And what about obstacles or objections: "In your eyes, what might derail this deal?"

If you write your questions in your notebook before the meeting, the chances of you asking them goes up exponentially!

After you ask, shut up and let the buyer talk!

Tomorrow - June 20

"Buyer, I object to your stupid objection."

Today - June 19

Didn't we JUST have a weekly sales meeting last week???

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June 18

Q2 account reviews that make your mgr smile.

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June 17

Whadya mean, you're not killing it right now?

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“You can tell whether a man is clever by his answers. You can tell whether a man is wise by his questions.” – Naguib Mahfouz

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